4. Negotiating Styles Concern for Other person Concern for self Avoiding Compromising Competing Distributive “ Win-lose” Integrative Collaborating Problem solving ”win-win” Yielding/ Accomodating High Low Low High Assertion
This is a mostly non-verbal negotiation, but done in conscious structured and effective way; used six tools Be dispassionate; emotion destroys negotiations; be calm Prepare, even if for seconds; collect your thoughts Find the decision maker; gate agent wouldn’t change policy Focus on goals, not on who is right; proving you were right of little use here Make human contact; people are everything Acknowledge the other party’s position and power, valuing them
Films Wall Street with Michael Douglas (Before I get angry Managing the other personk
Negotiating Team if any Who should be present? What is each person’s role? Key decision-makers
What will we present? Facts Documents Interests Proposal or Demand Who will be our presenters?
Fortune Cookie with Walter Matthau- bargaining aganst themselves; forced other guy to open We tend to focus too much on our own goals or some of us focus too much on the other’s goals and forget about our own
Key is to find out what the problem really is Often different from what you think Get at the individual interest Great negotiators have a note on their pad that says “is this their real interest”
Ransom with Mel Gibson We often underestimate leverage We should sit in their chair and imagine how they would feel if you walked away
Open ended questions Avoid leading questions; avoid blaming; avoid making people feel you are analyzing them Op